Objection Handling

Price Objection? Is It The Price Or The Cost?

Of course, price objections run rampant and are certainly here to stay. However, I believe sales people need to understand, and more importantly; help their prospective customers understand the difference between price and cost. Is it the Price or the Cost? The next time you get that objection on the price; before you go off arguing about pounds and trying…

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Can You Change The Price Only Prospect Into A Good Loyal Client?

In a recent post, “4 Powerful Reasons To Walk Away From The Price ONLY Prospect,” I detailed how and why you need to walk away from that POP (Price Only Prospect). That is the prospect who cares nothing about service, value, or even reputation and is only concerned with, “How much?” Even if you give away your shirt to close…

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A Powerful Answer To The, “I Want To Think About It” Objection

“I want to think about it…” may be the most popular objection in the world, and still causes many sales people a lot of grief and substantial income. The reason behind the objection is usually that the sales interaction did not successfully inspire a sense of urgency in the prospect. As I have said before, you need to address and…

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Is It An Objection, A Stall Or A Condition?

You ask for the order and the prospect does not accept. Is the prospect objecting, stalling or is there a condition that is preventing the sale? I know these terms are familiar, but I don’t believe most sales people understand the differences between these three no-sale responses. However, understanding the difference will allow you to respond in the proper manner,…

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Stop Trying To Overcome Objections

Objections: those reasons, stalls, excuses, or otherwise barriers that prevent you from closing the sale. Every professional sales person is familiar with objections, and has invested significant amounts of time learning how to deal with objections. You may not like sales objections, but let’s face it; if prospects did not object, you probably would not have a job. A Different…

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Can You Do A Sales Presentation Too Well?

You know you did your job. You did a great sales presentation, covering all the bases. You uncovered problems and built tremendous value. You are certain that it is clear to the prospect that the value of the product or service far outweighs its cost. You created urgency by demonstrating that they are losing, hurting by not owning and everyday…

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Try This Last Effort When You Have Lost The Sale And You Are Walking Out Of The Door

You have gone through the entire sales presentation. You have closed a dozen times. You faced and, you thought, you overcame, what seems like a thousand objections; and still the prospect will not buy. It’s all over and it’s time to leave. Try this last ditch effort. Hey, you have nothing to lose! Apologise! No scripts or magic words here….

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3 Major Tips For Handling The Christmas Break Objection

It’s that wonderful time of the year again! Unfortunately, for many professional sales people, this otherwise joyous and happy time spells a predictable period of slowed sales and reduced income caused by an age-old seasonal objection. “It all looks very good, but I think I will wait until after Christmas…” “We are going to hold off until the beginning of…

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When Does Professional Persistence Become Badgering Harassment?

Persistence: that all important ingredient that every sales person must possess.  The sales professional makes a living by persevering to get pass various problems, obstacles and objections. Many sales people will tell you that the sale begins when the prospect says, “No.”  Indeed, if sales people accepted the first “no”, there would not be much of anything ever sold anywhere in…

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3 Ways NOT To Handle The Prospect Who Is Shocked By Your Price

You went through the entire sales interaction without much problem.  However, as soon as you mention the price, the prospect, noticeably stunned, slips into a comatose gaze, and a look that says, “Are you kidding?!” As mentioned in, “3 Ways To Handle The Prospect Who Is Shocked By Your Price,” when the sales interaction fails to uncover problems and pain…

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